N11

In international and cross cultural negotiation it explains some of the factors that make international negotiation different, including both the environmental context and the immediate context. The environmental context includes environmental forces that neither negotiators control the influence the negotiation. The immediate context includes factors over which negotiators appear to have some control. The most study aspect of international negotiation is culture. The first culture is a group level phenomenon. The second group is a common element of culture is cultural beliefs, values, and behavioral expectations are learned and passed to new members of the group. Many people believe that cultural values should have a strong effect on negotiation interest and priorities, while cultural norms will influence negotiation strategies and the pattern of interaction. Negotiation strategies and the pattern of negotiations, and culture has an influence on these processes.